Executive Sales Training & Coaching that Works

“We turned to LSA Global’s executive sales training to help us take our solution and executive selling skills to the next level.

Their ability to formally assess our situation, identify key sales gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

I recommend them to anyone looking to transform its sales force the “right way” to sell higher and wider.”
Daniel Heckman | Director of Sales-Enterprise Accounts | Avid Technology

“We engaged with LSA Global to create a highly interactive business learning activity for 90+ sales distribution partners. LSA focused on high-yield questions and the creation of an impactful and effective questioning framework. We were very pleased with the design and delivery.

LSA really engaged and challenged everyone with relevant activities and expert sales facilitation.”
Richard Marshall | Senior Manager, Global Marketing | SketchUp

Description

Selling to executives is different from solution selling. Before executives or senior directors approve a purchase decision, they need to understand how the product or service will specifically impact their overall corporate goals.

Prior to the executive selling training and coaching workshop, you pull together information on a current account that you want to target. Then you spend up to three class days with a corporate officer with experience at the C-level who consults on the account’s current situation and the specific sales strategies that are needed for the future.

Throughout the executive selling training and coaching workshop, the executive will play the part of “the client.” Together, you analyze the company’s annual report, financial reports, and industry analyst reports to identify crucial issues affecting the client’s company.

You receive a detailed look at financial concepts such as ROI, time to market, and the time value of money. After analyzing a customized case, you will plan for and practice conducting executive level sales meetings using your identified account.

Once you have completed the program, you will be able to develop sales strategies for building strong relationships with executives that will lead to increased revenue. To better sell to executives, you will know how to:

Perform a financial analysis to identify an executive’s overall corporate challenges and concerns.
Position products and services as part of a strategic investment that addresses corporate goals.
Communicate the value of the proposed solution (such as greater revenue, faster sales cycles, less price discounting, improved customer loyalty, increased market share, decreased operating costs, and better control of inventory) designed to gain a business edge.
Begin and grow executive level relationships by better understanding the problems that a prospective C-Level client faces and by increasing your insight into the executive’s objectives and thought process.
Be regarded by executive buyers as leaders, advisors and problem solvers who add value to their sales relationships.

Target Audience
Any Sales Professional or Sales Manager that needs to sell solutions to C-Level executives or senior leaders to be successful.

To learn more about how we have helped leading organizations increase their executive selling skills or to speak with an LSA Expert to learn more about the executive selling training and coaching options for your company, please contact us.

Related Information

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.

The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent.

I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

We engaged with LSA Global to deliver a custom sales territory planning and management workshop. They have a unique ability to quickly understand our business and needs. This keen understanding allowed for a solution that was specific and impactful.

Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

Pratiksha Patel
Assistant Vice President Talent

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs.

They definitely met my high expectations and were very responsive to my specific objectives. Thank you!

Olivia Flach
Americas Retail Sales

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales

We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions. They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams. Thank you LSA!

Stephanie Lucey
HR Manager

We wanted our Channel Managers to get sales strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team.

We look forward to continuing our sales partnership with them.

Chip Whitman
Channel Excellence Manager

LSA custom designed and delivered the best sales training session that I have ever attended.

They focused on our industry, our customers, and our competitors. The materials and facilitators were world class.

They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table.

I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Director of Sales

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”

We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

LSA is an excellent sales and leadership outsource partner! They listen to our needs, are responsive, and work at a pace that keeps up with our rapid speed.

We have found LSA to bring strategic, innovative, and practical solutions to meet our business priorities by partnering effectively with our key staff. I consider them to be an important external extension of our team.

Thank you!

Wendy Chinn
Sr. Director, Global Sales Enablement

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations. Thank you.

Hinda Chalew
Vice President of Marketing

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level.

Their ability to formally assess our sales situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

LSA delivers the full solution; not just sales training. I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight. Thank you!

Amy Walker
Manager

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel